The document outlines the core competencies of a good medical representative, which include commercial awareness and market knowledge, strong sales skills, maturity, confidence, patience, and strong interpersonal and communication skills. It provides details on each of these competencies, describing necessary traits such as flexibility, responsibility, seeking different views, and remaining non-judgemental under maturity. Sales skills discussed include product knowledge, rapport building, active listening, and closing techniques. The document emphasizes the importance of organizational skills for medical representatives such as creating deadlines, goal setting, and project management.

1. Become an exceptional Medical
Representative
CORE COMPETENCIES OF A
GOOD MEDICAL
REPRESENTATIVE
Abdul Hafeez Khokhar

2. Key skills for Medical Representatives
Abdul Hafeez Khokhar

3. CORE COMPETENCIES OF A GOOD
MEDICAL REPRESENTATIVE
1. Commercial awareness./Market knowledge
2. Sales skills.
3. Maturity.
4. Confidence.
5. Patience.
6. Strong interpersonal and communication
skills.
7. Organisational skills.
Abdul Hafeez Khokhar

4. 1.Commercial alertness
• Commercial alertness :
• basically cleared as staying up-to-date on daily
happenings and developments in the Pharma
field.
• Way to develop Commercial alertness .
• Join groups, gathering related to this fields &
medical journals.
Abdul Hafeez Khokhar

5. 2.SALES SKILLS
• Product Knowledge. ...
• Strategic Prospecting Skills. ...
• Rapport Building on the Call. ..
• Buyer-Seller Agreement. ...
• Active Listening. ...
• Communication. ...
• Qualification Questioning. ...
• Time Management.
• Objection prevention
• Objection handling
• Demo skills
• Gaining commitment
• Closing techniques
• Post sales relation ships
Abdul Hafeez Khokhar

6. 3.Maturity
Maturity is the ability to respond to the
environment in an appropriate manner.
Maturity also encompasses being aware of the
correct time and location to behave and
knowing when to act, according to the
circumstances and the culture of the society
one lives in.
Abdul Hafeez Khokhar

7. 12 Signs of emotional maturity
• Flexibility. You are able to see each situation as unique and
you can adjust your style accordingly. ...
• Responsibility. When something goes wrong, you do not hurry
to blame others. ...
• own growth. ...
• You seek different views. ...
• Non-judgemental. ...
• elasticity. ...
• A calm appearance. ...
• Realistic optimism
Abdul Hafeez Khokhar

8. 4.Confidence
• Confidence has a common meaning of a
assurance about handling something, such as
work, family, social events, or relationships.
Some have qualified confidence as a state of
being certain either that a hypothesis or
prediction is correct or that a chosen course of
act is the best or most effective.
Abdul Hafeez Khokhar

9. Confidence
• Confidence is not something that can be
learned like a set of rules; confidence is a state
of mind. Positive thinking, practice, training,
knowledge and talking to other people are all
useful ways to help improve or boost your
confidence levels.
Abdul Hafeez Khokhar

10. 5.Patience
• (Tolerance, staying in power,lack of complaint)
• Patience is the ability to endure (bear) difficult circumstances
• Patience doesn’t mean passivity (obedience) or
resignation,(acceptance-acknowledgment) but power. It’s an
emotionally freeing practice of waiting, watching, and
knowing when to act.
• Person who can control his emotions greatly.
Abdul Hafeez Khokhar

11. 6.Interpersonal skills
• are generally considered to include a wide
range of skills, such as: Communication skills,
which in turn covers: Verbal Communication –
what we say and how we say it; ... Listening
Skills – how we interpret both the verbal and
non-verbal messages sent by others.
Abdul Hafeez Khokhar

12. 7.Organizational skills.
• Organizational skills are essential for various
work experiences - so it's very important.
• Your sense of organization shows that you
have the focus, clarity, and strategic ability to
fulfill a variety of tasks successfully.
Abdul Hafeez Khokhar

13. The following are important
organizational skills
1. Creating and keeping deadlines
2. Delegation (allocation, handover, designation)
3. Goal setting and meeting goals
4. Decision making
5. Managing appointments
6. Team management
7. Project management
8. Making schedules
9. Coordinating events
10. Problem solving
11. Productivity
12. Teamwork
13. Team leadership
14. Multitasking
15. Strategic thinking
16. Implementing strategy
Abdul Hafeez Khokhar

14. Abdul Hafeez Khokhar